From Satha, thoughts on ERP, CRM and others.
Making ERP and CRM Business Decision Easy and Profitable
First question: do VAR’s add value to your business????
answer: yes, definitely (based on my 12+ years experience in channel/reseller businesses, I could call on very many success stories)A sound partnership with a technology solution provider (aka VAR, Partner, Solutions Provider, Reseller) is fundamental to the success of any business in the SMB sector.
The skills and expertise of the VAR is critical to:
- your business deriving optimum value from technology solutions
and
- achieving great ROI from all technology driven investments
VAR’s are usually independent businesses, specialising in accounting/business/ERP solutions marketed by vendors; such as SAP, Microsoft, Oracle, Netsuite etc..
The evaluation criteria for a suitable “VAR” should include:
- expertise in the specific industry segment (i.e. if you are in the business of manufacturing chemicals, does the VAR have other clients in this segment)
- the opportunity to connect with other businesses within the VAR’s clientele, who will be real life customer references
- the stability and longevity of the VAR’s business
- the long term relationship between the VAR and the vendor organisation
- ‘modus operand’ of the VAR’s organisation (i.e. how much time have they spent understanding the specific needs of your business)
- the competency level of the consulting/service delivery staff
- the capacity to deliver the solution within the time-frame specified
- the capacity to provide on going support
Evaluating the relationship with your VAR should be on going, to ensure that the relationship is continuing to add value in the light of changing needs of the business…
About Satha
Satha Arumanayagam is the Microsoft Practice Lead for HCL Technologies in the ANZ region.
During her 20+ years experience as business professional, Satha has held leadership positions in accounting, financial management, solutions consulting, service delivery management, pre sales, sales and channel sales management.
Satha’s 12 + years experience in the IT sector has been with two key organisations i.e. Epicor Software, and Microsoft Dynamics, working with end users and technology solutions providers ( resellers) across Australia, New Zealand, Asia Pacific and greater China.
Satha is a fellow of the Chartered Institute of Management Accountants (CIMA), UK and a member of the Australian Society of Certified Practicing Accountants.
Satha lives in Sydney, Australia with her lovely partner Rob, their pet dogs Pip and Emma and a tank full of colourful fish.